ViewPoint

JANUARY 10, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. No interest? With Salespeople it gets more interesting. An important skill in playing poker is being able to read the opponents at your table. Got the shakes?

Blogger 120

Blogger Marketing Prospects Act-On Consulting 120

ViewPoint

AUGUST 21, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Marketing creates demand, finding interested people and companies, and gives these leads to Sales; 75% of which are ignored.

Work Management 120

Work Management Marketing Automation Services Marketing Management Wikipedia 120

ViewPoint

MARCH 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. How can marketing/marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas?

Planning 120

Planning Marketing Proposals Sales Qualified Leads Budget Programs 120

ViewPoint

JANUARY 21, 2014

This is a combination of begging, pleading, and embarrassing them, and getting sales management to see that best interests are served if the salespeople record the end result. This usually gets the sales manager moving in to enforce follow-up, which will result in more sales. We sell direct but nobody closes out the leads.

Work Management 120

Work Management Marketing Management Sales Qualified Leads CRM 120

ViewPoint

DECEMBER 12, 2013

There’s just so much of it, and like the TV channels I glaze across time and time again, it’s almost impossible to find the right pieces of information for each particular selling scenario, each piece of information that’s of interest to your buyer or prospect. Many thanks to our guest blogger today, Kurt Andersen. So what can you do?

Lead Scoring 120

Lead Scoring Lead Ranking Top of Funnel Cable 120

ViewPoint

FEBRUARY 26, 2013

Today's guest blogger is Dan Armstrong , Director of Research and Thought Leadership at ITSMA. Negotiating the differences requires an investment of time and a genuine interest in the other person. Your leads may be perfect. They may have the budget and the authority to buy. They may need what you’ve got. They may be ready to purchase.

Enterprise Management 120

Enterprise Management Thought Leadership Cross-Selling Work Management 120

ViewPoint

FEBRUARY 2, 2011

Today's guest blogger, Ann Handley, is the Chief Content Officer of MarketingProfs and the co-author of the brand-new book, Content Rules: How to Create Killer Blogs, Podcasts, Videos, Ebooks, Webinars (and More) That Engage Customers and Ignite Your Business. Wiley, 2011). Follwer her on Twitter @marketingprofs.

B2B Marketing 120

B2B Marketing Trends Marketing Management Planning 120

ViewPoint

APRIL 18, 2012

Trip is also an author, a speaker, and a blogger. What does matter is that content is relevant, valuable and interesting; that it makes sense; and that the interaction is a positive one for all concerned. Below, you can read highlights from our discussion or use the links to start the video from different parts of the conversation.

Trends 120

Trends Practices Marketing Automation Services Work Management 120

ViewPoint

SEPTEMBER 19, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Never Underestimate the Power of Grabbing Salespeople by their Self-Interest. By following-up all sales inquiries their self-interest will be served by: Making quota.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation CRM Automation 120

ViewPoint

MAY 8, 2012

Today's guest blogger is Jeff Molander. ” Moran says engagement marketers with interest in driving sales have much to learn from the practice of direct response marketing. Produce engaging content. Direct marketers are decidedly less sexy.constantly searching for the next idea that increases response. How to Always Make the Sale.

Lead Scoring 120

Lead Scoring Lead Ranking Generation Leads 120